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Developing relationships & not just transactions in M&A…

June 4th, 2008

     I’ve had the opportunity to be involved in a number of M&A deals and there was no one deal that was alike. All involved extensive effort and detailed work with the incumbent management team. However, there was one deal that I had the pleasure, and I do mean pleasure, to work on.  I believe that the work I did on this one particular project will shape my approach to future deals and how I work with potential acquisition targets.

     One of the CFO’s I had worked with asked me to meet with one of the V.P.’s within our company who wanted to present a potential acquisition for the business unit he was responsible for.  The target in mind was a small service-based business in the Southeast who he had been using for some 3rd party installation services. It was simply being viewed as a “review of the financials, do the deal, and bolt it on….”  Ummm, right…..

 Read my full commentary at CorpFinCafe

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